Written by: AmyK Hutchens, Executive Contributor
Executive Contributors at Brainz Magazine are handpicked and invited to contribute because of their knowledge and valuable insight within their area of expertise.
Many factors contribute to your success in sales. Yet, one often overlooked and incredibly vital element is the role of energy throughout the sales cycle. Your energy, and the energy of your team, is the powerful, underlying force that drives and delivers results. It propels sales teams forward, creates long-term, satisfying relationships, boosts performance, and retains top sales talent.
When it comes to sales, everything is energy and energy is everything.
Here are 3 ways to begin consciously harnessing the energy that’s needed to drive profitable outcomes for all involved.
1. Energy as a Catalyst
Energy serves as a powerful igniter within the sales process. When sales professionals feel energized, enthusiastic, and engaged, they are more likely to approach prospects with confidence, passion, and a positive mindset. Energy emanates from your intrinsic desire to serve others and help them solve their problems. Positive energy has a transformative effect on sales conversations, creating an atmosphere of trust, connection, understanding, and engagement. When you exude positive, sincere energy in serving another, it influences the perception of your products or services, helps build rapport, and increases the likelihood of a future partnership.
Shift the vocabulary to an energetic level of service and problem-solving. Replace the words “selling” with “serving” and “pitching” with “connecting.”
Introduce the concept of energy into your sales culture so it’s a seamless and natural element to discuss.
Ask team members to share where they’re at energetically and what’s fueling or draining their energy.
Help them prepare their energy prior to engaging with a prospect. Asking, “What energy are you bringing to this specific conversation?” is a game-changing question.
2. Energy as a Driver of Motivation and Resilience
Sales cycles are often filled with highs and lows. Your sales cycles may involve long periods of uncertainty, the understandable moments of rejection, and occasional setbacks. A successful sales leader understands the importance of managing and directing energy during these fluctuations.
When deals fall through or targets are missed, sales professionals may experience demotivation or a dip in energy levels. In such instances, sales leaders must step in to provide guidance, support, and encouragement. Regular communication, coaching sessions, and fostering a resilient mindset can help sales professionals rebound from setbacks and regain their energy.
When we focus too long on the negative notes we can unwittingly turn them into a repetitive chorus. Choosing to cultivate a positive, realistically-optimistic and supportive environment encourages everyone to share best practices, provide nuggets of wisdom, and offer continuous encouragement. These conscious conversations and interactions help you & your team members stay fueled, focused, and resilient in the face of challenges.
Conversely, during successful sales periods, maintaining enthusiasm while avoiding complacency is crucial. Celebrating wins, acknowledging individual and team accomplishments, and providing incentives can help sustain the positive energy and drive further success.
In a tough situation or upon hearing, “No,” directly address the individual’s or team’s feelings instead of trying to avoid them. Ask, What are you/we feeling? What are you/we making this mean? Invite their more sensitive or negative feelings to the table so they can be fully expressed, processed and released instead of repressed. Uncover their interpretation of the events so you have an opportunity to reset their mindset if warranted. Dive into what can be learned, integrated and applied moving forward.
When gaining tangible traction and moving forward in your sales cycle, ask, What was brilliant about this recent conversation? Where or when did the customer truly engage and believe we have the best solution to their problem? What clicked with them? Identifying what’s relevant to your prospect, i.e. what’s truly helpful in their eyes, helps you offer an even more aligned solution.
Creating and delivering solutions that garner tangible results generates a Helper’s High. This is that high-vibe energy we get from knowing we did a good deed and positively impacted the world. At least twice a year, consciously pull your team together and highlight the positive impact they’re having on those they serve.
3. Energy as an Influencer
Sales leaders play a unique and vital role in fostering a positive energy culture within their teams by leading by example, recognizing and celebrating achievements, and providing a supportive and encouraging environment. The energy and attitude of the leaders are the most contagious, influencing the overall dynamics and morale of the team. When you lead with sincere positive energy [not toxic positivity], you inspire and motivate your team members, fostering a culture of collaboration, innovation, and high-performance. On the flip side, negative or low-energy leaders can quickly dampen the enthusiasm of the team and undermine their productivity and confidence.
As a sales leader, it is your responsibility to lead the energy throughout the sales cycle, creating an environment that fosters energy awareness, motivation, and resilience. By embodying positive energy, nurturing your team, and implementing effective strategies, you can unleash the full potential of your team, resulting in increased sales performance and overall success.
Promote open communication, collaboration, and a supportive team environment.
Encourage healthy competition, recognizing individual and team achievements.
Promote a growth mindset, encourage continuous learning by creating opportunities for personal and professional development, and provide the necessary resources to help everyone stay ahead of the curve. By fostering an adaptable and energetic mindset, sales professionals will be better equipped to navigate shifting market dynamics and drive success.
Energy is a potent force underpinning the well-being of the sales team – both individually & collectively. When sales teams fully understand the role of energy throughout the sales cycle, they can harness it to ignite their full potential in creating positive partnerships across the globe.
If you’re ready to master the energetic alchemy of sales you can learn more here.
AmyK Hutchens, Executive Contributor Brainz Magazine
AmyK Hutchens is an international award-winning speaker, Amazon 1 bestselling author of the books, The Secrets Leaders Keep and GET IT: Five Steps to the Sex, Salary and Success You Want, and has 23+ years’ experience training and coaching with clients such as Whole Foods, The Home Depot, Starbucks Canada, Expedia, and hundreds more. AmyK is the Founder of the global Self-leadership platform www.shegetsit.com, and shares with leaders HOW to confidently & competently navigate their toughest conversations. AmyK received her M.S. from Johns Hopkins University and has been a featured guest on numerous TV, radio & print networks including Bloomberg, Entrepreneur, USA Today, US News & World Report, NBC & ABC.
